In this episode, we spoke with Michael Ahearne PhD, a professor and researcher at the University of Houston. Mike is an expert in sales incentives, so we talked about the behavioral issues that come to light with – mostly – bad incentive design. Mike’s work with Tom Steenburgh, PhD at the University of Virginia’s Darden School has introduced a new way of thinking about salespeople. This was highlighted in a Harvard Business Review article from July-August 2012 called "What Really Works." These two researchers coined the use of the terms Stars, Core and Laggards to describe salespeople on their performance journey. One of the things we took away from our conversation with Mike was that the emphasis on Stars and Laggards is overshadowing the Core performers – those in the middle 60%. We touched on some big mistakes common to sales incentive design and the importance of measurement. We also talked about the Baseball Hall of Fame, General Colin Powell, and automobile sales.
In our Grooving Session, Kurt and I wondered into talking about outdoor concert experiences and want to encourage everyone who loves music to check out Milwaukee's Summerfest. It's a high-quality festival with lots of good music.
Covid-19 Crisis: Kaveh Yasdifard on Uniting Innovators from Tehran
Covid-19 Crisis: Gretchen Chapman, PhD on The Psychology of Vaccinations
Covid-19 Crisis: Jules Nolan on The Kids are Alright - Insights on Coping Through the Crisis
Thanks For No Memories During the Coronavirus Pandemic
Covid-19 Crisis: Greg Davies, PhD on the Fetish of Optimization
Iris Tzafrir: A Kind Word
Covid-19 Crisis: Anurag Vaish on Risk is a Feeling, Not a Number
Artem Petakov: Our Biggest Competitor is the Couch
Covid-19 Crisis: Michael Boden on How Field Sales Reps Are Adapting to the Crisis
Covid-19 Crisis: Alessandro del Ponte on Moral Dilemmas with Economic Consequences
Stuart King: On the “What The Hell” Effect
Covid-19 Crisis: Cristina Bicchieri – Messaging Rules For Improving Social Behavior
Grooving: The Impact of Temporal Discounting
Covid-19 Crisis: Aline Holzwarth on Our Behavioral Immune System
Covid-19 Crisis: Brad Shuck, PhD on Pausing, Building Capacity and "Not Business as Usual"
Covid-19 Crisis: Eugen Dimant, PhD on the Roles of Social Norms and Good Science
Covid-19 Crisis: Wendy Wood, PhD on Habits, Productivity and Being Gentle with Yourself
Deborah Small, PhD: Processing Probabilistic Events and Making Donations
Covid-19 Crisis: Rodd Wagner on The Zen of Staying Safe
Covid-19 Crisis: Annie Duke on Hedging and the Last Disaster Syndrome
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